05/10/2022
E-TTRACTION
In my opinion the term “Sales Agent” is getting lost. This was the traditional person doing the hard sell, face to face, relationship builder for your company or brand. By this I mean they (Salespeople) are hiding more and more behind digital platforms to connect and make the sale. The sale process is getting rushed and there is no relationship getting built because the digital safety blanket is powering the process to speed things up. By no means am I saying these platforms (CRM, Social) are not there to assist, monitor and structure the sale. We must not lose the focus on building blocks to make customers not just a quick sale. The next paragraph is an insert taken from a LinkedIn social media course I took, and it really made sense, and hope will add value to your sales team.
“There are too many messages, there are too many people who once they connect and there are five different messages to try and sell you something. What we believe is that the traditional sales model of, at least four steps from initiation to being interested in a conversation isn't being done on LinkedIn. They're rushing it, they're rushing to the sale and the way we do it is by connecting and sharing great content that's relevant to those people, to engage them and bring them to us. So that by the time we talk to them, they want to talk to us, rather than us push selling. It's called 'e-ttraction' It's bringing them to us, and that works much better”
